COVID-19 has thrown everyone for a loop. Businesses must scramble, reinvent, pivot, and do whatever is necessary to survive and ensure a path forward. Two Facts Are Clear: 1. We cannot replace lost selling time. It is gone forever. 2. We cannot wait to act. Plans for recovery must begin now. What you do now matters. The […]
Post COVID-19 Revenue Recovery: It’s All About Culture. Part One. Read More »
Every conversation is a selling and coaching moment that constructs lasting images in others’ minds. Considering how critical first impressions can be, three words are deadly to your career and your very psyche. These three words, when uttered, send an extremely negative message to everyone around you. These words—just nine simple letters and one apostrophe—can have an
The Three Words that will Devastate your Career, Relationships, and Sales. Read More »
I don’t miss the corporate culture. Corporate culture is too often defined by the silos where people work and toil and not by how people matter. Silos isolate and keep people from engaging and collaborating, and they thwart an understanding of individual value and purpose because silos prevent the bigger picture from being revealed. We
Creating a Culture of Purpose Read More »
How do you define a “win? Is it the BIG final victory after a long battle to secure that order, a job or a new client? Alternatively, is it something that we can look at and say, “that’s a good next step or progress, and that’s a win.” The answer lies in both avenues of
The third and final installment in my series on the intersection of sales culture and the power of presence. Presence and the Science of Behavioral Economics Sometimes people ask “Is Presence that powerful?” It’s a fair question. The answer is to think about how we feel when someone is not Present with us. We know
Succeed or (Fail) Before You Say a Word. Part Three. Read More »
I have been watching people for many years, and I have come to a few necessary and very unscientific conclusions about people who are successful at selling themselves and those who are not. Frankly, it’s not rocket science. It’s just common sense. Moreover, some confidence. You have something that you are genuinely excited about. You
You are Compelling. Read More »
Many people have no idea of what good networking is. They think it’s a business card exchange or going to an event and counting down the minutes till they can leave. That’s not networking. That is just going through motions, and it has little to no long-term value. Networking is a lifelong commitment and it’s
Eight Easy and Painless Tips for Great Networking Read More »
That was the first line of a tweet I randomly happened across a few days ago. The tweet finished by declaring “those who have jobs and those who have jobs because of people who sell”. Whoa and OUCH! This was (to me) a condescending tweet and a slap in the face to everyone who does not self-identify
“There are two types of people….” Read More »
Recently I was asked to write an essay for a book my colleague Scott MacGregor is publishing. The topic is who in my life I wanted to give a “Standing O,” to and there are many amazing people that came to mind and from whom I could choose. I wish I could write something meaningful
I have established and framed my entire speaking career based on one very simple statement: “everyone’s in sales”. Three words that when embraced are the key to anyone wishing to get ahead and achieving your personal and professional goals. Three words that have such a significant impact that it tends to confuse, aggravate and mystify
Smashing the Sales Stereotype. Part One. Read More »